Jul 13, 2016 | Closing, Communication, Customer Retention, Customer Service, Follow Up, Sales Strategies, Service Advisors / Service Writers, Service Training
SET THE EXPECTATION. BE THE CUSTOMER’S ADVOCATE. ASSUME THE APPOINTMENT. Do you enjoy going to the dentist twice a year? I mean, other than possibly the nitrous, do you enjoy the probing, poking, scraping, stabbing, etc., with a very sharp and pointy set...
Jun 23, 2016 | Communication, Conflict Resolution, Emails, General, Human Resources, Sales Management
Well, you know it’s inevitable. Eventually some in your dealership will leave, either voluntarily or involuntarily, but will exit nonetheless. Instead of just allowing people to ride off into the sunset, why not invest 5 to 10 minutes with them on the off-chance...
Jun 3, 2016 | General
It’s been 20 years since the launch of our company, The Mar-Kee Group. My goodness, where did the time go? 1996 was the year we rolled the dice. Thank goodness we didn’t know all that we would be up against, which we now know was a blessing, or we...
Apr 18, 2016 | Automotive, Growth, New Hires, Sales, Sales Training
Sound Advice for Anyone Desiring a Long and Rewarding Career in the Car Business: Proverbs from 25-year car sales veteran Rex Gambrel of Anderson Ford in Clinton, IL. 1. Be yourself Don’t try to impress people trying to be something you are not. They’ll see through...
Apr 7, 2016 | Automotive, Boat, Conflict Resolution, Growth, Inspirational Quotes, RV, Sales Management, Sales Training
Structure and accountability allows an organization, as well as its employees to thrive. Managers have a huge responsibility to make volume and gross a priority, but must not ever “widen the plate” for anyone or for any reason. Take a look at your current...
Mar 4, 2016 | Automotive, Communication, Emails, Follow Up, Goal Setting, Phones, Prospecting, Sales, Sales Training, Texting, Trade-Ins
” How to handle trade-in appraisal requests via phone or email Sales teams are finding themselves at a considerable disadvantage when being asked to provide trade-in offers on the phone and through email. We all know it is best to have the customer in front of...
Feb 10, 2016 | Automotive, Consumer Leasing, Customer Retention, Gross Profit, Presentation, Sales, Sales Training
Consumer leasing has many advantages for the customer, the salesperson and for the dealership as well. Having a clear and concise understanding of consumer leasing is critical to your success. Let’s take a look into some advantages of leasing. Advantages...
Feb 5, 2016 | Automotive, Growth, Human Resources, NADA, New Hires, Service Technicians, Service Training, Time Management
Currently, it is estimated that the automotive repair industry is experiencing a shortage of 25,000 technicians. That number will likely worsen as the demand for auto mechanics is expected to increase by at least 9% in the next five years. And it’s not just the...
Jan 28, 2016 | Automotive, Boat, Building Rapport, Communication, Customer Retention, Customer Service, RV, Sales Training, Women Buyers
Women buy over 50% of the vehicles sold in the U.S. and heavily influence upwards of 85% of all automotive purchases. If these statistics surprise you – they shouldn’t. Women make up over 50% of the adult population and their influences are felt in...
Jan 15, 2016 | Automotive, Boat, Desking The Deal, Needs Assessment, Presentation, RV, Sales, Sales Process, Sales Training
Breaking News – Salespeople are Human! Even the strongest of salespeople can have their optimism and energy adversely affected when showered with a customer’s unrealistic expectations, constant reminders that “It’s not going to happen...
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